This is Episode #49 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about the benefits of teaming up with other consultants to pursue project opportunities and the steps that should be taken to assure that your teaming relationships are a success.

This is Episode #53 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about the benefits of writing articles and publishing a newsletter to promote your security consulting practice.

This is Episode #61 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains the unique challenges that independent security consultants face when selling their services.

This is Episode #51 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about some options for advertising your consulting business and explains why most advertising is not effective for the independent security consultant.

This is Episode #60 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains how to work with architects and engineers (A/Es) and the best ways to get on A/E design teams pursuing construction projects.

This is Episode #56 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about the consultant’s responsibility to do “pro bono” projects at no charge and the direct and indirect benefits that doing pro bono work provides.

This is Episode #55 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about the benefits of attending networking events held by professional associations and civic groups.

This is Episode #50 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about how to create an effective website, an essential tool in attracting clients and growing your consulting business.

This is Episode #59 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains why selling to government agencies is different than selling to private companies and discusses ways to effectively get business from this type of client.

This is Episode #62 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about the need to better understand your competition when selling security consulting services.

This is Episode #57 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about maintaining relationships with past clients, some of the most valuable people in your sales and marketing database.

This is Episode #52 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about using “pay-per-click” advertising offered by Google AdWords, Microsoft Advertising, and other providers and explains why caution should be used when considering this type of advertising.

This is Episode #54 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about public speaking and conducting webinars, both excellent ways to showcase your expertise and gain new clients.

This is Episode #58 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about the need to always be selling your services to provide more consistency in your revenue stream and to improve the effectiveness of your sales and marketing program.

This is Episode #46 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about the various methods that can be used to locate Request-for-Proposal (RFP) opportunities to help you to secure work through the RFP process.

This is Episode #45 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains the Request-for-Proposal (RFP) process that is used by government agencies and many private companies when seeking the services of an independent security consultant.

This is Episode #48 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains the steps that should be taken when preparing a proposal in response to a Request-for-Proposal (RFP) and talks about avoiding the things that may get your proposal disqualified.

This is Episode #43 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about how independent security consultants can get value from LinkedIn, the world’s largest business-to-business networking platform.

This is Episode #40 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains how to sell using the telephone, one of the most effective tools for gaining new clients.

This is Episode #47 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael describes the questions that you should ask before deciding to respond to a Request-for-Proposal (RFP) opportunity.

This is Episode #44 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains in detail how to write a proposal for security consulting services, a key step in securing new clients.

This is Episode #41 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about the dos and don’ts of making in-person sales calls to prospective clients.

This is Episode #42 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael provides tips on making sales calls using video conferencing platforms such as Google Meet, Microsoft Teams, and Zoom.

This is Episode #35 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains the process of finding the companies and organizations that are good prospects for your services and identifying the specific contacts that you will target during your sales and marketing activities.

This is Episode #32 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains the way that clients go about finding security consultants when they have a security problem. By understanding where clients look, consultants can position themselves so that they can be easily found.

This is Episode #37 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains how to work and grow your sales and marketing database to achieve maximum results.

This is Episode #39 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains how to effectively use email in your marketing campaigns, create emails that get opened, and avoid problems with regulations concerning “spam”.

This is Episode #31 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains why you need to develop a proactive sales strategy if you wish to success and discusses the four basic truths about selling security consulting services.

This is Episode #34 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael explains the options available for creating a sales and marketing database, an essential tool that will become the foundation for all of your sales activities

This is Episode #36 in the “Becoming a Security Consultant” series of videos produced by Michael Silva, an independent security consultant with over 35 years of experience. In this episode, Michael talks about influencers – the people who are in a good position to refer potential clients to you and explains how to develop and maintain relationships with these important people